When selling, do you hear more excuses or more objections? What is the appropriate objection handling technique? In this podcast, we will give you different tips for overcoming objections and closing deals.
Listen To The Podcast:
Resources:
- Register for the upcoming live virtual training: ‘Overcoming Objections in Sales‘
- Find out more about Alen Mayer’s different coaching programs to help you succeed in your selling activities
- If you are interested in personalized coaching to help you reach your quota, click here to schedule a complimentary discovery call.
More about the Episode:
Broadly speaking, the following objections may be viewed as an honest indication that your client will not be persuaded into making a purchase:
- If the customer does not have the means to pay for the product and there is no prospect of affordability, this financial objection can essentially put an end to your approach.
- If your prospective customer truly has no need for the product or service you are offering, this objection may be considered conclusive to your presentation.
There really are only three obstacles that could further prevent a sale:
- The prospect lacks a clear understanding of the product or service you are offering
- The prospect’s current lack of resources available for buying
- The prospect’s inability to make use of the product to his or her benefit
Always try to draw out the customer’s reasoning in order to gain an understanding of their situation. A skilled and well-trained salesperson will be able to gather a certain amount of information about the prospect just by communicating effectively with them.
If you start preparing your responses to the most common objections you hear, you will be able to successfully remove any obstacle that may hinder the closing of your deals.
Leave a comment below:
Let me know what you think and what will you change regarding being better at handling objections. I’d love to hear from you! Let me know your favorite strategy or revelation you’ve had about handling objections. I can’t wait to hear from you!